Don’t coach the number. Coach the behaviour.
A recent coaching assignment with an SDR team reinforced something I see regularly. The organisation was looking carefully at activity and meetings. But when we looked at the conversations behind…
When SDRs start asking “What happened?”
Recently, while coaching an SDR team, I noticed something that I found particularly interesting. The SDRs were doing what they were expected to do: booking meetings. But during the coaching…
When an SDR team misses target, more leads are not always the answer.
I have seen sales organisations respond to weak SDR performance by immediately looking at the top of the funnel. More leads. More data. More sequences. More activity. But sometimes the…